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JANLE 5 

























Business Success 


BY 

HELEN STANLEY 


Published by 

The Allan Publishing Company 

SPOKANE, WASH. 

I 9°5 



I 


LIBRARY of CONGRESS 

Two Copies Received 

DEC 4 1905 

Copyright Entry 

„f **»'••/47 /?/4 

OLASS ^ XXc. No. 
COPY B? 


Copyrighted 1905 
by 

The Allan Publishing Company. 






DEDICATED 

TO THE 

OFFICE EMPLOYES 

OF 


AMERICA. 


PREFACE. 


There are many so-called “courses” adver¬ 
tised claiming to teach methods which, if fol¬ 
lowed, will increase the earning capacity of 
office and other employes. 

These courses usually contain so many in¬ 
tricate rules, besides lesson sheets to be writ¬ 
ten up and mailed to the sender, that not one 
employe out of ten has the time or inclination 
to complete the course after having purchased 
it. The cost is another item toi be considered, 
being as a rule so excessive that few feel justi¬ 
fied in paying it. 

“Business Success” is intended for earnest 
workers who desire to better their condition, 
and, being based upon the actual business ex¬ 
perience of the author, should prove of great 
value to its readers. 


CONTENTS 


Page 

Chapter I . 7 

The Business College Student. 

Chapter II. 15 

The Novice. 

Chapter III. 21 

The Employer. 

Chapter IV . 25 

How to Improve Idle Moments. 

Chapter V . 31 

System. 

Chapter VI . 39 

Elements of Success. 

Chapter VII . 49 

The Stenographer. 

Chapter VIII . 57 

The Typewriter. 

Chapter IX . 67 

Forms for Business Letters. 

Chapter X . 75 

Punctuation. 

Chapter XI . 91 

How to Rise From One Position to a Better 
One. 

Chapter XII .103 

Conclusion. 
















W HOEVER IS SATISFIED WITH 
WHAT HE DOES HAS 
REACHED HIS CULMINAT¬ 
ING POINT—HE WILL PROGRESS 
NO MORE. A LIVE MAN’S DESTINY 
IS TO BE NOT DISSATISFIED, BUT 
FOREVER UNSATISFIED. 

—F. W. Robertson. 


CHAPTER I. 

THE BUSINESS COLLEGE STUDENT. 

A course of study in a good business col¬ 
lege is naturally the first step in preparing for 
a business career, and our business colleges 
today are filled with young men and women 
who are striving to fit themselves for some 
branch of office work. 

It is a well known fact, however, that of 
all those who attend a school of this kind, but 
a small percentage ever achieve any great de¬ 
gree of success. This is not the fault of the 
school, but is mainly due to the fact that the 
students do not realize the importance of the 
work before them, and are apt to fritter away 
the time that should be spent in careful study. 

As I look back over the seven years that 
have elapsed since I first entered a business 
college, many things are apparent to me to 
which I gave little thought at the outset; and 
I have therefore decided to devote this first 
chapter to a few remarks to the business col- 
7 


lege student in the hope that it may be the 
means of starting many on the right road. 

To become unusually proficient in any pro¬ 
fession requires patient, unceasing effort, and 
this is just as true in business as in anything 
else. Bear this in mind while preparing for 
your future work. 

Never attempt to take more in one lesson 
than you can thoroughly master. It will only 
mean a waste of time in going back over it 
later on. 

Strive to perform each day’s work in a man¬ 
ner that will be a credit to you. Make each 
lesson well learned a stepping stone to higher 
effort. 

Remember that you are about to enter a 
field which is already over-crowded, and that 
in this, as in all other lines of endeavor, it is 
a case of the “survival of the fittest.” 

But also bear in mind that but a very small 
percentage of these applicants are really fit¬ 
ted for the work they are seeking. They have 
started out, as thousands do, with the mistaken 
idea that office work is something that does 
not require any particular thought or ability, 
8 


and with probably no thought of ever attempt¬ 
ing more than one branch of work; but the 
demand for young men and women with ideas 
of their own, and brains and ability to carry 
them out, is far greater than the supply, and 
always will be until the majority of those who 
take up office work awake to a realization of 
the fact that business is something more than 
going to the office each morning, leaving 
sharp on the hour, and looking forward to pay 
day as the all-important event and the one 
thing worth working for. 

Do not waste time during school hours. 
You may find that you have no time to waste 
when your real work begins, and should there¬ 
fore allow no bad habits to form while you 
are preparing for it. 

When your teachers decide that you have 
become proficient enough to accept a position, 
don’t try to secure work that will be extremely 
easy and require no special effort on your part. 
If, during the first few months of your train¬ 
ing, you sometimes find your ability taxed to 
the utmost so much the better; it will do you 
9 


no harm, and each new victory will give you 
added confidence in yourself. 

The “easy” position is not likely to increase 
your ability; neither is it likely to offer chances 
for advancement. I refer especially to small 
concerns which require some assistance, but 
cannot afford to pay for first class, efficient 
services. 

I recall to mind a shorthand student in the 
same college which I attended. Shortly after 
I left school I met her on the street, and she 
stopped me to say, “I have the finest position! 
I only have about six letters to write each day. 

Mr. C-dictates them in the morning 

usually, and after I write them he corrects the 
mistakes. Then I write them over, and after 
that I have nothing more to do all day but 
mind the office when he is out.” “What,” 
I said, “Do you have to write every letter 
twice?” “Why, yes,” she replied, “I always 
make mistakes the first time, but I have plenty 
of time to re-write them, so what’s the dif¬ 
ference?” 

In the elevator I recently overheard the fol¬ 
lowing conversation between two young men: 

10 



“Doesn’t Fred work up here somewhere?” 
“Yes, and I tell you he has a snap. He 
doesn’t have to work more than an hour or so 
each day and the rest of the time he reads 
novels.” 

The subject of these remarks was employed 
in a back office at the top of the building. It 
is really surprising how many young men and 
women are satisfied with positions of this kind, 
receiving a small pittance for which they are 
asked little in return. 

Of course, everyone cannot secure a really 
desirable position the first time; but because 
you may find that you have considerable time 
on your hands is no reason why you should 
employ it in a manner that will work no bene¬ 
fit to yourself or anyone else. In another chap¬ 
ter I have touched upon ways to improve idle 
moments. 

But I want to again impress upon you the 
necessity of careful study and close applica¬ 
tion to details during school hours, so that 
when you find yourself on the threshold of a 
business office for the first time (probably with 
your knees quaking beneath you, and a wild de¬ 
ll 


sire to turn and flee) you will be able to over¬ 
come all thought or fear of failure and enter 
boldly on the work before you, strong in the 
knowledge that you have built a foundation 
upon which you may continue to build until 
the highest pinnacle in the structure of your 
business success has been reached. 


I T IS ONLY BY LABOR THAT 
THOUGHT CAN BE MADE 
HEALTHY, AND ONLY BY 
THOUGHT THAT LABOR CAN BE 
MADE HAPPY. 

—Ruskin. 


12 


T he need of securing suc¬ 
cess AT THE OUTSET IS IM¬ 
PERATIVE. FAILURE AT FIRST 
IS APT TO DAMP THE ENERGY OF 
ALL FUTURE ATTEMPTS, WHERE¬ 
AS PAST EXPERIENCES OF SUCCESS 
NERVE ONE TO FUTURE VIGOR. 

—Professor James' Psychology. 


13 


I T IS NO HONOR OR PROFIT 
MERELY TO APPEAR IN THE 
ARENA. THE WREATH IS FOR 
THOSE WHO CONTEND. 

—Garfield. 


S EEK ENJOYMENT IN ENERGY, 
NOT IN DALIANCE. OUR 
WORTH IS MEASURED SOLE¬ 
LY BY WHAT WE DO. 

—Thomas Davidson. 


14 


CHAPTER II. 

THE NOVICE. 

During your first few weeks of actual ex¬ 
perience you will begin to realize that there 
is a vast difference between real work and 
make-believe, and the importance of doing 
everything accurately will impress you more 
and more. 

You are starting in at the bottom of the lad¬ 
der, and it depends upon you, and you alone, 
as to whether you remain at the foot or grad¬ 
ually climb higher and higher until you hold 
a position of responsibility and trust. 

If, for any reason, you do not intend to 
stay where you are—if you are on the look¬ 
out for a more desirable position—don’t let 
this make you less mindful of your present 
employer’s interest. Your time belongs to 
him, and he is entitled to the very best work 
you are capable of turning out. Remember 
that. 


15 


But I don’t commend the habit (which so 
many seem to practice from the beginning) 
of jumping about from one place to another. 
Success was never won by following this 
method. If there is absolutely no chance for 
advancement in one office, then, of course, it 
is advisable to look around for something bet¬ 
ter. But be sure that it is better, and don’t 
jump blindly at anything that may be offered, 
for the chances are you will be constantly on 
the jump and never know just where you are 
going to land. 

On the other hand, you must not expect too 
much at the start, for the best business houses, 
as a rule, will not employ any but competent 
clerks, and, of course, until you have had some 
experience you cannot be classed as such. 

I have noticed that one of the greatest dif¬ 
ficulties to be overcome by young people just 
starting out is intense nervousness and lack of 
confidence in their ability. This is more par¬ 
ticularly true of stenographers. 

Now, if you enter an office for the first time 
as a stenographer, try to overcome this tend¬ 
ency. If you can just keep cool while taking 
16 


dictation, you will probably have no trouble 
whatever in holding the position; while, if you 
allow yourself to become nervous, you will 
probably fail utterly; for the more nervous 
you become the slower will you write, your 
outlines will become tangled, and the result 
will be an unintelligible jumble. 

I know this to be a fact, for I have dictated 
to many stenographers of all degrees of com¬ 
petency, and often when we have advertised 
for an extra stenographer to tide over an un¬ 
usually busy season, I have been compelled to 
turn away bright looking girls who I really 
believe could have done the work satisfactorily 
had they kept cool. In some instances when I 
assked them to read what I had dictated they 
were unable to do so. I requested others to 
transcribe their notes, and the result was as 
foreign to anything I had dictated as it would 
be possible to imagine. In almost every in¬ 
stance I attributed it to nervousness rather 
than incompetency, but our work was very im¬ 
portant and it was necessary to keep on trying 
until we found the one who could turn out 
the work quickly and correctly. 

17 


The beginner at book-keeping very often 
experiences this same sense of uneasiness and 
incompetency, though from my own experi¬ 
ence and from conversations I have had with 
others, I believe there is no other branch of 
work so trying on the beginner as writing 
shorthand from dictation. 

This sense of fear is one of the greatest 
drawbacks to the inexperienced, and many 
who are otherwise well qualified fail because 
of it. 

The book-keeper who is in constant dread 
of making a wrong entry is just the one whose 
books will not balance; and the stenographer 
who fears she will be unable to write rapidly 
enough or read her notes, is the one whose 
transcript will be full of errors. 

It can readily be seen that with the mind 
divided between the hope of doing your work 
well and the fear of failure, the best results 
could not be expected. 

But, after all, this tendency can soon be 
overcome if you will just exert your will 
power. 


18 


Concentration is the best cure for nervous¬ 
ness. If you can concentrate your mind wholly 
on what you are doing, and become absorbed 
in the thought that you will do your work 
well, you will soon find such an improvement 
in yourself that the satisfaction you will feel 
will be sufficient in itself to counteract this 
nervousness. 

If sometimes the struggle is hard and the 
way seems up-hill, let this make you all the 
more determined to succeed, and remember 
that perserverance and honest effort are bound 
to win in the long run. 


I GNORE THE ODDS AGAINST 
YOU—THE LONG STRUGGLE 
AHEAD—THE STRENGTH OF 
THE OPPOSITION—THE JEERING 
OF THE MULTITUDE.— System. 


19 


I 


T O THINE OWN SELF BE TRUE; 
AND IT MUST FOLLOW, AS 
THE NIGHT THE DAY, THOU 
CANST NOT THEN BE FALSE TO 
ANY MAN. 

—Shakespeare. 


20 


CHAPTER III. 

THE EMPLOYER. 

Much depends upon the way you start out, 
the habits you form, and your attitude towards 
your employer and other employes. 

If you are a book-keeper you naturally 
come into possession of your employer’s most 
private affairs. This is a sacred trust which 
you should never divulge to anyone—not even 
to others in the same office. 

If you are a stenographer private matters 
will be dictated to you which should go no 
further. 

But no matter in what capacity you enter an 
office, work for your employer’s interest and 
you will find that you will be serving your 
own, though you may not realize it. 

Never speak of your employer to others in 
the office (or out of it, for that matter) in 
other than a respectful way. Don’t take ad¬ 
vantage of his absence to talk behind his back 
and go over his shortcomings with your fellow 
clerks. If they do so, avoid entering into 
21 


conversation with them. You have entered 
his office because your knowledge in some cer¬ 
tain line is necessary in the carrying on of his 
business. For this knowledge he is willing 
to pay you a stipulated sum, which you have 
agreed to accept, and you are therefore no 
more justified in discussing his personality and 
his affairs in a disparaging way, than you 
would be in entering a friend’s home, accept¬ 
ing of his or her hospitality, and afterwards 
gossiping about any little private matters that 
may have come before your notice. 

I have brought out this point because 
wherever you go you will run across the clerk 
who always has a grievance against his or her 
employer. These are the people who always 
imagine they are doing twice as much work 
as they are being paid for, and who think it 
an imposition if they are asked to stay fifteen 
minutes or so after hours to finish some im¬ 
portant piece of work. They are always 
willing to accept courtesies, but never willing 
to give anything in return. Their work is 
never first class, for no work can be unless it 
is done in the right spirit, and when they leave 
22 


an office they are not missed; in fact, their 
absence is usually a relief to those who have 
been associated with them. And so they drift 
along, never making any headway because 
their own selfishness holds them back. 

There are opportunities everywhere for 
bright young men and women to win success 
in business, but one of the first requisites is to 
place your employer’s interest first. Try it. 

Milton said in “Paradise Lost”: 

“The mind is in its own place, and in itself 
Can make a heaven of hell, a hell of heaven.” 

And so, with many who are discontented 
and dissatisfied with everything, their troubles 
are purely imaginary, and letting the mind 
dwell constantly on little things makes them 
seem great. 


23 


I T’S THE STEADY, VIGILANT, IN¬ 
TENSE FIGHTING WITH EV¬ 
ERY OUNCE OF STRENGTH 
GIVEN TO EVERY MINUTE OF 
PLAY THAT WINS THE GAMES OF 
BUSINESS — THE PENNANTS OF 
COMMERCE. 

—System. 


24 


CHAPTER IV. 

HOW TO IMPROVE IDLE MOMENTS. 

In almost every business there are busy sea¬ 
sons during which every member of the force 
must make every minute count in order to 
keep from getting behind; and then, again, 
there are lulls when all have more or less time 
on their hands. 

Now, for those who are anxious to become 
more proficient in their special work, or who 
are endeavoring to fit themselves for some 
higher position, there are ways by which these 
idle moments can be used to advantage. 

For stenographers who have had but a few 
months experience, and have therefore a wide 
gulf to span before they can consider them¬ 
selves really proficient, the following sugges¬ 
tions will prove very beneficial: 

To increase your speed on the typewriter, 
select some letter of medium length that has 
been dictated to you and therefore pertains to 
the special line of business in which you are 
engaged. It will be better to take one that 
25 


you have found it somewhat difficult to write 
—I refer to punctuating, paragraphing, and 
also words which you find you are inclined to 
write backward, or in which the letters seem 
determined to get “twisted.” 

Now, write this letter carefully in the way 
you think it looks the best. Using this as a 
copy, write the letter several times until you 
have memorized it. Then continue to write 
it over and over, trying each time to write it 
a little more rapidly. 

It is a good plan to time yourself by having 
your watch open on the desk before you. 

Keep at this one letter until you can write 
it very, very rapidly, even though you practise 
on it during odd moments for a week. 

To increase your speed in shorthand write 
this same letter, being careful to form every 
outline correctly, and if there are any words 
that are not familiar to you, form the outline 
and always write it the same way. Also go 
through the letter and form phrases wherever 
you find words that will phrase easily. 

Now write the letter again and again, the 
same as you did on the typewriter, trying each 
26 


time to increase your speed. You will be sur¬ 
prised at the high rate of speed at which you 
will be able to write it in a short time. Then 
take another letter and repeat the process, first 
writing it on the typewriter until you have 
memorized it. 

These exercises faithfully practised for a 
short time will increase your proficiency 
wonderfully, and although I have never yet 
known a stenographer who did not greatly dis¬ 
like to write the same letter over and over 
(this being sometimes necessary in regular 
business when it is desired that the same letter 
be written to a number of different corre¬ 
spondents), nevertheless, to do this is of the 
greatest benefit to one working for speed, 

A supply of cheap paper should be kept on 
hand to use for these exercises. 

Book-keepers may devote their spare time 
to studying improved methods, exercises on 
rapid calculation, and many things that will 
suggest themselves. There is always room 
for improvement in our work no matter what 
we do. 


27 


Correspondents, managers, and other clerks 
occupying responsible positions, may constant¬ 
ly increase their store of knowledge and gain 
many valuable ideas by reading good business 
literature; while those who are naturally 
gifted with executive ability and desire to 
have their particular departments run along 
in the smoothest possible manner, will devise 
methods to suit their own cases. 

While touching upon the subject of idle 
moments, let me suggest that attention should 
also be given to the little minor details that 
are likely to be overlooked during busier 
periods. Every clerk should make it his or 
her business to see that everything in the of¬ 
fice is in its proper place, inkstands filled, and 
pens and pencils in proper condition, in readi¬ 
ness for the next busy spell. No one should 
selfishly wait for another to do what he, him¬ 
self, knows should be done. 


28 


P ICTURE IN YOUR MIND THE 
ABLE, EARNEST, USEFUL PER¬ 
SON YOU DESIRE TO BE, AND 
THE THOUGHT YOU HOLD IS 
HOURLY TRANSFORMING YOU 
INTO THAT PARTICULAR INDI¬ 
VIDUAL. ALL THINGS COME 
THROUGH DESIRE. WE BECOME 
LIKE THAT ON WHICH OUR 
HEARTS ARE FIXED. 

—Elbert Hubbard. 


29 


T he acme of system is to 

AUTOMATICALLY CARE FOR 
ROUTINE AND MATTERS 
THAT RECUR WITH MECHANICAL 
REGULARITY—TO REMOVE FROM 
THE BRAIN THE SUPERFLUOUS 
DETAIL AND LEAVE IT FREE TO 
PLAN AND CREATE. 

—System. 


30 


CHAPTER V. 


SYSTEM. 

Lack of system is the cause of many a flat 
failure. 

The need of system is one of the first things 
that should be instilled into the mind of the 
young man or woman preparing to enter the 
world of business. 

It is by no means the beginner alone, how¬ 
ever, to whom the study of system is neces¬ 
sary; for many business men and clerks of 
many years experience are anything but sys¬ 
tematic; but they are not successful to the 
extent that they should be. 

You may go into one office and find every¬ 
thing topsy-turvy; old fashioned methods em¬ 
ployed; office force plodding along in a dila¬ 
tory way; somebody asking somebody else 
where something is; employer testy and crab¬ 
bed; and at the end of the day everyone tired 
out and apparently overworked, though with 
very little accomplished. 

31 


On the other hand, you may enter an office 
and find conditions just reversed—everything 
working in harmony; all the latest devices for 
saving time; a less number of clerks turning 
out twice the amount of work; a cheery em¬ 
ployer with a pleasant word for everybody; 
and an air of prosperity about the place which 
makes itself felt instantly. 

It’s system that makes the difference. 

In the first place, order should be main¬ 
tained. There should be a place for every¬ 
thing, and everything should be kept in it’s 
place. It should never be necessary for one 
clerk to ask another where to find anything 
pertaining to the office. Each one should 
know just where all supplies, papers, etc., are 
kept. 

Besides being a place for everything, there 
should be a time for everything—a regular 
daily routine which should be followed as 
closely as possible. 

You should make it a point to reach your 
place of business each morning on time at 
least. Many people are so afraid that they 
might give five or ten minutes more than they 
32 


are paid for that they arrive either just on the 
stroke or four or five minutes after—usually 
the latter. If you are one of these, get away 
from this narrow-mindedness and let your 
ideas broaden out. Be generous. Try it for 
a time, anyway, and see if you don’t gain 
materially by it. 

And while touching upon the subject I 
want to say that punctuality does not merely 
mean to arrive on time. I have seen clerks 
hurry into the office with an air that seemed 
to say, “Well, I did make it. Thought I was 
going to be late,” and then loiter around for 
fifteen minutes before actually settling down 
to work. In fact, from my own observations, 
I have found that there is less accomplished 
during the first hour of the day than during 
any subsequent hour. Why this should be the 
case I don’t know, unless it is because with 
some it is hard to concentrate the mind imme¬ 
diately on the work at hand. 

Nevertheless, in a well regulated office, and 
one conducted on systematic principles, the 
wheels of that business should be set in motion 
promptly on the stroke of the hour, and each 
33 


clerk should be at his or her post. That is 
what punctuality means. 

In order to keep pace with this progressive 
age, it is necessary to reduce the amount of 
time consumed in the carrying on of a business 
to the minimum, and many valuable time-sav¬ 
ing devices have been invented in recent years. 

The old style letter press has given way to 
the rapid roller copier; the old method of 
putting away letters in separate files has been 
replaced by filing cabinets of various styles, 
with a separate section for each letter of the 
alphabet, etc. 

There are still hundreds of offices, however, 
where the letter press and other old devices 
are still used; for it costs money to install new 
methods, and many business men stand in 
their own light, not realizing that they will 
get value received for every dollar judiciously 
spent for something that will save time. 

There are numerous card systems in use, 
many of which are very practical. Records of 
all kinds may be kept in this manner, as 
specially printed cards can be purchased at a 
moderate cost. A splendid way to keep a 
34 


large mailing list up to date is to have a card 
cabinet with special index, using a separate 
card for each name and address. In this way 
useless names may be removed, new names 
added, or corrections made, without interfer¬ 
ing with the rest of the list. 

It is needless to go into detail regarding the 
various uses to which the cards may be put, 
for what would be applicable to one line of 
business could not be used in another; but 
after you have established a card system you 
will think of many new ways to use it, and 
will find it invaluable. 

The question may be asked, “How can the 
employe add improvements if the employer is 
not willing?” To this I can only say that I 
believe if you take an interest in your work 
and show your employer that you are anxious 
to see his business grow, he will be only too 
glad to listen to your suggestions and help you 
carry them out. I have always found it so. 

Another useful device is the envelope 
sealer. It should be found in every office 
where a large number of letters are sent out 
35 


daily. It will pay for itself in a short time 
in the saving of time. 

Of course, an office that is run loosely can¬ 
not be systematized all at once. The change 
must be made by degrees. If there are other 
clerks in the office with you, talk it over with 
them as well as with your employer. 

The ideally conducted office is the one 
where employer and employes are working 
hand in hand towards one goal—the advance¬ 
ment of the firm’s interests and everyone con¬ 
nected with the firm. You may say that such 
cannot be found. I admit they are few, but 
they do exist, and where you find them you 
find people who are happy and contented, who 
are glad to work because their work is a 
pleasure, and who receive large salaries be¬ 
cause they earn them. 

It would be impossible to touch upon the 
subject of system very fully here. The above 
are just a few suggestions that I have proved 
and found valuable, and the chapter as a 
whole is simply given to point out the need 
of system in any business. 


36 


CC A BUSINESS NOT conducted 

^ UPON SYSTEMATIC LINES 
IS LIKE A RUDDERLESS 
SHIP ON A STORM-TOSSED OCEAN, 
LIABLE TO GO TO PIECES AT ANY 


MOMENT.” 


37 


H e who every day makes 

A FRESH RESOLVE IS LIKE 
ONE WHO, ARRIVING AT 
THE EDGE OF THE DITCH HE IS 
TO LEAP, FOREVER STOPS AND 
RETURNS FOR A FRESH RUN. 
WITHOUT UNBROKEN ADVANCE 
THERE IS NO SUCH THING AS AC¬ 
CUMULATION OF THE ETHICAL 
FORCES POSSIBLE, AND TO MAKE 
THIS POSSIBLE, AND TO EXERCISE 
US AND HABITUATE US IN IT, IS 
THE SOVEREIGN BLESSING OF 
REGULAR WORK. 

—J. Bahnsen. 


38 


CHAPTER VI. 

ELEMENTS OF SUCCESS. 

If the head of the establishment does things 
in a loose, slipshod way, it will generally be 
found that the clerks will follow his example, 
as it seems to be a trait with many people to 
blindly follow in the wake of someone a little 
higher on the ladder of success than them¬ 
selves. 

And herein lies one reason why so many 
employes never rise beyond a certain stage— 
why at the end of ten years’ work they are 
practically no better off than when they could 
boast of but one or two years’ experience. 

You have probably often heard the expres¬ 
sion, “So and so does his work well enough, 
but he is nothing but a machine. He can’t 
be relied upon in anything outside of his regu¬ 
lar routine.” It is to such as these that the 
above remarks apply. They dread responsi¬ 
bility; they have no special ambition ; they are 
simply content to drift along with the current 
of every day events, and while they continu- 
39 


ally hope for something better and long to be 
advanced, they make no special effort in that 
direction. 

It is a great mistake to labor under the im¬ 
pression that those who hold high salaried 
positions have secured them merely through 
the influence of friends or relatives connected 
with the concerns which employ them. This 
may be true in some few instances, but in such 
cases you will generally find that the holder 
of the position retains it by means of this same 
influence, and not because of any particular 
ability on his part. 

Those who are truly successful do not have 
to depend upon any such influence. 

Success is made up of a number of different 
elements. 

Honesty naturally heads the list. Next im¬ 
portant among them I shall place Sympathy 
and Unselfishness. I mention both equally 
because few possess one without the other. 

If you have ever had the management of a 
business and have uncomplainingly shouldered 
more than your share of work, with never an 
offer of assistance from other clerks who could 


40 


easily have shared the burden; if during a 
very busy season you have prepared to work 
an hour or so after closing time and have 
watched the clerks file out promptly on the 
hour in the vain hope that perhaps one would 
volunteer to stay and assist you, you will per¬ 
haps better understand why I give these two 
virtues as the first stepping stones to success. 
Your employer may be sensitive about asking 
favors which he knows will be ungraciously 
granted. He may never complain, but rest 
assured he makes a mental note of everything, 
and he will be just as indifferent to your ad¬ 
vancement as you are to his interests. 

But these three requisites alone cannot make 
you wholly successful. They must be backed 
up by Ambition, Common Sense, Good Judg¬ 
ment and Tact, Earnestness, Perseverance, 
Optimism, Determination, a strong sense of 
Honor and Justice, Courage, and a Strong 
Will. 

Few people possess all these qualifications, 
yet every one of them can be cultivated; and, 
of course, those who possess them in a marked 
degree are the most successful. 

41 


Next in order after Sympathy and Unsel¬ 
fishness I have placed Ambition. 

It is seldom you find anyone wholly with¬ 
out ambition. With some it is simply a strong 
desire for something which they hope to at¬ 
tain, but because they lack some of the other 
attributes they are failures. 

With others it is a consuming fire that will 
stop at nothing to reach the desired goal, and 
without the restraint of a strong will, is 
likely to lead to dishonesty and underhanded 
methods. 

It will therefore be seen that while Ambi¬ 
tion is absolutely necessary to a successful 
career, it must be balanced on one side by Un¬ 
selfishness, Perseverance, Earnestness and 
Tact, and on the other by Common Sense, 
Good Judgment, Determination and a Strong 
Will. 

Common Sense, Good Judgment and Tact, 
are all very closely allied, and it will readily 
be seen how necessary each one is. These 
three qualities are perhaps more difficult to 
cultivate than any of the others; in fact, I 
might say that the first two must be born in 
42 


us, though I am sure that careful thought and 
study in the right direction will go a long way 
towards overcoming their deficiency. 

Earnestness is the quality which causes us 
to enter into anything heart and soul, eager 
to accomplish our purpose in a manner that 
will reflect credit upon us. 

Perseverance keeps us firm in our resolve. 

Optimism keeps us cheerful, causes us to 
look upon success as the natural outcome of 
our efforts, and upon failure as a very remote 
possibility. 

Determination gives us the necessary sta¬ 
bility to keep everlastingly at our task, stop¬ 
ping at nothing until it is completed, even 
though obstacles arise which it seems almost 
impossible to surmount. 

Our sense of Honor and Justice points out 
the way, keeps us from infringing on the 
rights of others, and leads us past temptation 
and on to victory, happy in the knowledge 
that we have won fairly and honestly. 

Courage stands us in good stead when we 
reach that stage in our careers when we begin 
to assume grave responsibility—when a false 
43 


move on our part may result in a heavy loss 
to our employer. 

Will Power, I may say, is a culmination of 
these faculties, to which they gradually lead 
up. It is the quality that gives us perfect con¬ 
trol over ourselves. It gives us the strength 
to choke back our disappointments when fail¬ 
ure seems evident, to start out afresh with re¬ 
newed energy and hope, and to struggle on 
and on in the face of every drawback until 
success is ours. 

For there will be obstacles. You must ex¬ 
pect them. But you must make up your mind 
to go through them—not over them or around 
them. “Never give up” is a motto that young 
people starting out to win success in business 
should ever keep before them. 

With some natures obstacles only add fuel 
to their fire of ambition, and the greater the 
barrier the greater their determination to rise 
above it. 

Others become disheartened and give up 
the first time any serious difficulty presents it¬ 
self, and then commence again after the bit¬ 
terness of their disappointment wears off. But 
44 


this is a serious mistake, for every time they 
give up they make it just that much harder to 
succeed. They continually lose ground and 
keep slipping back until they finally conclude 
that success is mere luck anyway, and there’s 
no use trying. 

There is a great deal of truth in the saying 
that we are what we think we are, though 
thinking will not help much if it is not fol¬ 
lowed up with well directed effort. 

“We are what we make of ourselves” is a 
better expression, and one that embraces both 
thought and action. 

The one who can think and act too, who 
can show results, who knows in his own heart 
that he can rise, and is determined to make 
himself known in the world, is a long way 
towards the goal. He never waits to see what 
others are going to do. He thinks his own 
thoughts and carries out his own ideas. He 
never complains, but keeps at his task and 
works with a determination that insures vic¬ 
tory. 

The one who acts boldly and fearlessly wins 
the confidence of the world. 


45 


You may feel that because there are so 
many in the field success can only come to a 
few, and that there’s no use trying for any¬ 
thing out of the ordinary. But that is just 
the trouble—there are too many ordinary peo¬ 
ple now, and not enough of the kind em¬ 
ployers want. 

On the other hand, you may feel that al¬ 
though you have the ability and requirements 
necessary to rise, your efforts are not appre¬ 
ciated. Sometimes employers are unjust, but 
as a rule they are too much alive to their own 
interests to hold back an employe who merits 
advancement. 

If you really have it in you to forge ahead, 
however, nothing can hold you back. If you 
don’t succeed in one place you will in another, 
and just as surely as water will always find its 
level, so you will find the place you are fitted 
. for. 

Business men are constantly looking for 
progressive men and women—those of ex¬ 
ceptional ability, who possess originality; who 
can take the initiative and accomplish results 
without asking questions or waiting to be 
46 


told; who are systematic and up to date; who 
give the same attention to little things that 
they do to those of more importance, and who 
finish up everything as they go along. 

Rare opportunities are always open for men 
and women of this class. 

Results are what count. 


O NE MAN TAKES HIS WORK AS 
A STONE AROUND HIS NECK 
AND SINKS TO APATHY. AN¬ 
OTHER TAKES IT AS A STEPPING- 
STONE AND MOUNTS TO SUCCESS. 


47 


S EIZE THE VERY FIRST POSSIBLE 
OPPORTUNTY TO ACT ON 
EVERY RESOLUTION YOU 
MAKE, AND ON EVERY EMOTION¬ 
AL PROMPTING YOU MAY EXPE¬ 
RIENCE IN THE DIRECTION OF 
THE HABITS YOU ASPIRE TO GAIN. 
IT IS NOT IN THE MOMENT OF 
THEIR FORMING, BUT IN THE 
MOMENT OF THEIR PRODUCING 
MOTOR EFFECTS, THAT RESOLVES 
AND ASPIRATIONS COMMUNICATE 
THE NEW “SET” TO THE BRAIN. 

Professor James' Psychology. 


48 


CHAPTER VII. 

THE STENOGRAPHER. 

I believe it may be truthfully stated that 
in no other branch of office work is there so 
much room for improvement as among the 
stenographers. This is undoubtedly due to 
the fact that to be a first class stenographer one 
must be well up in several branches, including 
spelling, grammar and punctuation, besides 
being both swift and accurate in shorthand 
and typewriting. 

But I believe all young men and women 
who intend to engage in any branch of busi¬ 
ness work should include stenography in their 
business course. 

I have already stated that to secure a re¬ 
sponsible position in any line of business one 
must learn the business from A to Z, and if 
you are a stenographer you have a splendid 
opportunity to do this. 

To you letters, contracts and other import¬ 
ant papers are dictated which convey knowl¬ 
edge which you can use both in your own and 
49 


your employer’s interest—your own because 
the more you learn the greater are your 
chances of advancement—your employer’s 
because the more you learn about his business 
the more valuable your services become to 
him, provided you use the knowledge you 
have gained in the right way. 

But before you can expect much in the way 
of advancement you must be sure that you are 
filling your present position commendably. 

I have found that the majority of sten¬ 
ographers have practically the same faults in 
greater or less proportion; yet these faults 
can be overcome very easily. The main trou¬ 
ble is that many do not realize that they are 
not doing their work as well as they might, 
while others don’t care as long as their work 
is accepted. 

When you are asked to take dictation, don’t 
keep the dictator waiting while you sharpen 
your pencil or finish a paragraph. Keep a 
supply of well sharpened pencils always on 
hand. 

If you are not required to keep your note¬ 
books on file (and very few business houses 
50 


require this), it is well to have two books and 
use them alternately. For example: 

If you are asked to again take dictation be¬ 
fore you have written up what you have, in¬ 
stead of removing your note-book from the 
copy-holder take another book. After you 
have completed what you have written in book 
number one, slip a rubber band over the pages 
that are turned back, so that when you are 
ready for this book again it will open at the 
right place. 

Place it on your desk with two or three 
pencils, where it will be ready when you 
want it. 

Now place book number two, which you 
have used for the second dictation, in your 
copy-holder and continue your work. 

In other words, always have a book ready 
for use at a moment’s notice, without having 
to remove the one from your copy-holder and 
waste time hunting for a page to commence on. 

If you find it difficult to write shorthand 
rapidly, even though you have had consider¬ 
able practice, it is more than likely that the 
fault lies in the way you hold your pencil. If 
51 


you grip it so tightly that your hand begins to 
ache after writing but a few pages, and you 
press so heavily that your pencil makes an 
impression on several pages beneath the one 
on which you are writing, you will never ac¬ 
quire any great degree of speed. I have no¬ 
ticed that many stenographers have this fault. 

Now, to write rapidly, use a rather soft 
pencil and hold it loosely so that you will not 
strain the muscles of the hand and arm. Let 
the pencil skim lightly over the page. 

As soon as you can learn to do this you will 
write much more rapidly and be able to take 
dictation for several hours at a time without 
becoming fatigued. 

If you have any spare time during office 
hours practice the exercise given in chapter 
four until you become accustomed to writing 
with an easy, swinging stroke that will not 
consume your store of energy at the outset. 

Large scrawling outlines are also a hin¬ 
drance to gaining speed. By forming neat 
outlines of medium size you will not only find 
that your speed will increase perceptibly, but 
your notes will be much more legible as well. 

52 


Never allow yourself to write slowly, even 
though the dictator may speak slowly, as 
many do. Form every outline as quickly as you 
can, even though you have to pause between 
each word or phrase. Sometime you may 
have to take dictation from one who speaks 
very rapidly, and if you have always been ac¬ 
customed to writing slowly you will find'that 
you cannot do it. 

On the other hand, if the dictator speaks 
so rapidly that you find it difficult to keep up, 
don’t lose your head. He will naturally pause 
when he finishes a sentence, and that will give 
you a chance to catch up. You should culti¬ 
vate the ability to keep one or two sentences 
in mind, and not expect to write each word 
as it drops from the speaker’s lips. 

If you simply can’t keep up, however, don’t 
let the speaker get away ahead of you and 
then ask him to repeat. Ask him to wait as 
soon as you find that you can’t keep up. This 
will enable him to retain in mind what he 
wishes to say, whereas, if asked to repeat very 
much it breaks the chain of thought and 
often spoils what would otherwise be a good 
53 


letter. That is why some dictators fly all to 
pieces when interrupted. 

While taking dictation listen very atten¬ 
tively and try to grasp the exact meaning of 
every sentence. If you do not catch the 
“sense” of what is being dictated, you cannot 
hope to transcribe it with the highest degree 
of accuracy. If you allow your mind to 
wander and do not pay strict attention to what 
you are doing, you will not turn out first class 
work. 

In transcribing your notes, if you have paid 
close attention while taking them, you will 
find that every inflection of the dictator’s voice 
will recur to you as you proceed, thus making 
it easy for you to correctly punctuate your 
transcript. 

While writing up your dictation, if you 
come to any word or expression that does not 
sound exactly right to you, it is far better to 
ask the dictator if that is what he said; for if 
you are not sure and simply guess at it, you are 
more than likely to get it wrong, and then the 
letter must either be written over or be sent 


54 


out with the correction made in ink, which is 
something that should always be avoided. 

Never write anything which you are not 
absolutely sure is correct. 


CC /X CTION WITHOUT PURPOSE 
and direction is of LIT¬ 
TLE VALUE. A GRASS¬ 
HOPPER HAS MORE ACTION THAN 
THE BEE.” 


55 


A DAY IS A MORE MAGNIFI¬ 
CENT CLOTH THAN ANY 
MUSLIN, THE MECHANISM 
THAT WEAVES IT IS INFINITELY 
CUNNINGER, AND YOU SHALL NOT 
CONCEAL THE SLEAZY, FRAUDU¬ 
LENT, ROTTEN HOURS YOU HAVE 
SLIPPED INTO THE PIECE, NOR 
FEAR THAT ANY HONEST THREAD 
OR STRAIGHTER STEEL OR MORE 
FLEXIBLE SHAPE, WILL NOT TES¬ 
TIFY IN THE WEB. 

—Emerson. 


56 


CHAPTER VIII. 

THE TYPEWRITER. 

If the majority of business men could but 
realize the impressions and opinions that are 
created among their various correspondents by 
the letters they send out, I am sure they would 
be more particular regarding their appearance. 

And if the majority of typewriter-opera¬ 
tors realized this, I am sure they would be 
more particular in writing them. 

“Look at that letter—a cheap concern—I 
guess we don’t want to do business with 
them.” These are some of the remarks that 
are made by the recipients of “botchy,” poorly 
written letters, and perhaps your employer is 
robbed of many good business connections be¬ 
cause of your carelessness, indifference or in¬ 
ability to turn out the right kind of letters. 

For my part, I cannot understand why real¬ 
ly well written letters are so seldom seen. It 
doesn’t take so long to become an expert type¬ 
writer, and yet I have seen any number who, 
according to their own statements, had sev- 
57 


eral years’ experience and still knew next to 
nothing about a typewriter. 

Of the various branches of office work, 
typewriting is one of the easiest to learn. Of 
course, I am speaking from my own stand¬ 
point. Everyone may not find it the same, for 
it often happens that what is easy for one is 
hard for another and vice versa. But if one 
cannot become proficient inside of a year or so 
there must be something wrong. 

A good machine is a necessity. The next 
thing is to keep it in order. 

If you don’t know anything about the work¬ 
ing parts of your typewriter, the next time 
you are compelled to send for someone to fix 
it have him explain it to you thoroughly. The 
more you learn of the mechanism the less trou¬ 
ble you will have to keep it in perfect running 
order. Never attempt to take it apart. 

One of the main things is to keep the ma¬ 
chine from becoming clogged up with grease 
and dirt. Wipe it off every day and oil it 
occasionally; but be very sparing in your use 
of oil, as too much of it is almost worse than 
none at all. 


58 


Also clean the type frequently, especially 
when you are using a new ribbon. If you 
brush them every day with a stiff typewriter 
brush it will not be necessary to pick out each 
letter with a pin, as I have seen many do. 

Don’t be constantly changing the tension 
of your machine. Have it fixed once the way 
it suits you, and then leave it that way. It 
may seem at times that the machine runs hard, 
even when it is thoroughly cleaned and oiled, 
and your first impulse will be to loosen the 
tension, and then you’ll find that you’ve only 
made matters worse. At such times you will 
generally find that it is your own tension that 
needs changing, and if you have any other 
work to do it is better to take it up for an 
hour, allowing your muscles to relax. Then 
when you go back to your typewriter you’ll 
find it will work easily and smoothly. 

Now, when it comes to turning out poor 
work, there are several reasons for it. 

The trouble with most operators is that 
they literally pound a typewriter to pieces, and 
with a machine in poor condition, the type flat- 
59 


tened out and the platen, or roller, rough, 
good work could not be expected. 

A very heavy touch, besides ruining a ma¬ 
chine in a short time, is a hindrance in other 
ways. It is wearing on the operator because 
it consumes too much energy, and it makes a 
correction very difficult, because with the 
periods and commas punched clear through 
the paper, and the letters heavy, a neat erasure 
cannot be made; and the result of an at¬ 
tempted correction is an unsightly smear. 

A light, though firm, touch should by all 
means be cultivated. 

Another great drawback is the erasing 
habit. It is a consumer of time and energy, 
and it is a habit that grows, for the more you 
erase the more you have to. 

To overcome the habit, take the exercises 
for gaining speed given in chapter four. 
Write some letter over a number of times, and 
while doing so don’t allow yourself to make 
any corrections. If you make a mistake start 
over again, and keep on doing this until you 
can write the letter easily without striking a 
wrong letter, or making an error of any kind. 

60 


You may raise the objection that all these 
exercises that I have suggested take more 
time than you can spare; but if you are a poor 
typewriter you can only gain advancement 
through improvement, and if you really wish 
to succeed, surely it is worth a little extra 
effort. You can find plenty of time if you will 
try, and by striving constantly to improve 
yourself, your increased efficiency will before 
long more than make up for this sacrifice, if 
you wish to term it such. 

However, you will find it necessary at times 
to use the eraser, and as the ability to make an 
erasure that cannot be detected is something 
of an accomplishment in itself, I shall devote 
a few remarks to this subject. 

A letter can be changed now and then, or 
even a word can be erased, without spoiling 
the appearance of a page in the least; but an 
erasure of several words should never be at¬ 
tempted, as it cannot be done satisfactorily, 
and it would take almost as long to make the 
correction as to write the page over again. 

Use an eraser that is not too hard. Don’t 
hold it straight on the paper, but let it slant 
61 


first to one side and then the other, so that 
the part that touches the paper will always be 
worn very thin. This will enable you to re¬ 
move one letter from a word without blurring 
the letters on either side of it. 

To press very heavily on the eraser when 
making a correction only grinds the ink deeper 
into the paper. Rub very gently, with a 
slightly rotary motion. 

Keep a piece of heavy, soft paper on your 
desk or table, and when the eraser becomes 
soiled with the ink, clean it by rubbing it on 
this paper. Always have your eraser perfectly 
clean before attempting to make a correction. 

If the ribbon is new and leaves a blur, this 
is best removed by using a soft rubber. Prob¬ 
ably you have one on the end of your pencil. 

In putting on a new ribbon some wear 
gloves to keep the hands from becoming 
soiled, but these become saturated after being 
used a short time, and really afford little pro¬ 
tection. 

Others use lemon juice to remove the 
stains; but the quickest and simplest method 
is to keep a piece of good soap on hand, and 
62 


also a piece of pumice stone about the size of a 
cake of soap (this can be purchased at any 
drug store). Wash the hands, first using the 
soap and then rubbing them gently with the 
pumice stone, and the stains will disappear in¬ 
stantly. Stains from ordinary black ink, red 
ink, grease from the typewriter, etc., may be 
removed in the same way. 

During the winter months if your hands 
are very cold when you arrive at the office, 
it will, of course, be almost impossible for 
you to write, at least without making numer¬ 
ous errors, as the cold stiffens the muscles 
and joints of the fingers, so that you can make 
but little progress. 

A good idea is to keep a small pan of water 
on the heater so that it will always be warm, 
and when coming in out of the cold, dip the 
hands in it until the stiffness is gone. Then 
dry them thoroughly and rub them with a 
cream that will dry into the skin instantly, to 
keep them from chapping. This will take but 
a few minutes, and is better than attempting 
to work with the hands cold. 


63 


Now, in order to get the best results from 
your typewriting, read the chapter on “Forms 
For Business Letters” very carefully, and then 
put your very best effort into your work. 


64 


rp HE ACTUAL PRESENCE OF 
A THE practical OPPORTUN¬ 
ITY ALONE FURNISHES THE 
FULCRUM UPON WHICH THE 
LEVER CAN REST, BY MEANS OF 
WHICH THE MORAL WILL MAY 
MULTIPLY ITS STRENGTH AND 
RAISE ITSELF ALOFT. HE WHO 
HAS NO SOLID GROUND TO PRESS 
AGAINST WILL NEVER GET BE¬ 
YOND THE STAGE OF EMPTY 
GESTURE-MAKING. 

—J. Bahnsen. 


65 


Y our worth consists in 

WHAT YOU ARE, AND NOT IN 
WHAT YOU HAVE. WHAT 
YOU ARE WILL SHOW IN WHAT 
YOU DO. 

—Thomas Davidson. 


I NITIATIVE ISN’T INTUITION OR 
SECOND-SIGHT. IT’S PERPET¬ 
UAL TRYING — EVERLASTING 
VIGILANCE—UNCEASING WORK. 

—System. 


66 


CHAPTER IX. 

FORMS FOR BUSINESS LETTERS. 

Letters with a certain distinction and style 
about them are the letters that bring the busi¬ 
ness. Even a poorly worded letter may be 
made to present a very fair appearance by the 
careful typewriter who takes a personal pride 
in knowing that every letter that leaves the 
office is just as nearly perfect as she can make 
it. 

If a letter is not more than five or six lines 
in length, don’t take a full page letterhead and 
write these few lines close to the top. Such 
a letter should be written on a half sized sheet 
and double spaced in order to bring it in the 
center of the page. 

It is a mistake to get into the habit of al¬ 
ways using the same spacing regardless of the 
length of the letter. 

All business firms whose letters vary in 
length should keep three sizes of letterheads 
on hand, the full size, two-thirds, and half. 

Letters that by using double spacing will 
67 


fill a page nicely without crowding, should be 
double spaced. 

Letters that will fill a page and a half dou¬ 
ble spacing, should be single spaced, using but 
one page. 

To ascertain how large a space any certain 
letter will occupy, it is only necessary to know 
how many pages of your shorthand notes will 
make one page of typewriting. For example : 

If your notes are medium sized, one page 
and a quarter (if six inch note books are 
used) will make a neat, one-page letter double 
spaced. 

Two and a half pages will make a one-page 
letter single spaced. 

One page will make a one-page letter dou¬ 
ble spaced, by commencing well down on the 
sheet and using a wide margin. 

One-half page should be written on a two- 
thirds sheet, single spaced; less than one-half 
page on a two-thirds sheet double spaced or 
on a half sheet single spaced. 

You can soon learn to gauge your own notes 
so that you will know at a glance which form 
to use. 


68 


The width of the margin should vary ac¬ 
cording to the style of the letter, but a very 
narrow margin should never be used. As the 
margin on any up to date machine can be 
changed by a mere touch to any desired width, 
no time is lost by making the change. 

Besides, the general letters of any firm are 
all about the same length, so that it will only 
be found necessary to alter the margin for the 
special letters. Locking the machine at 7 and 
69 gives a good margin for general work. 

For special work, you must use your own 
judgment, but the following suggestions may 
be found helpful: 

If by commencing a letter—say an inch and 
a half below the date line, and using the entire 
width of the machine from o to 75, the letter 
would end about two and a half inches from 
the bottom of the sheet, it would be better to 
commence a little higher on the page and lock 
the machine at 10 and 65, making the letter 
end about an inch and a half from the bottom. 
This would vary a little, of course, according 
to the number of paragraphs in the letter. 

69 


If a letter will occupy more than one page 
single spacing leave a margin at the bottom 
of the first sheet in keeping with the margin 
at each side. The letter will look out of pro¬ 
portion if you continue until there is not room 
at the bottom of the page for another line. 

If a letter is of very great length lock the 
machine at 7 and 69. 

Be careful to insert the paper so that both 
margins will be equal. 

In writing single space letters always dou¬ 
ble space between each paragraph. 

Divide a letter—especially a lengthy letter 
—into as many paragraphs as possible. The 
majority of stenographers write their letters 
too “solid.” 

A busy man will barely skim through the 
solid appearing letter, and perhaps fail to 
grasp its most important point; whereas, if it 
is well separated, and the important parts 
forcibly brought out it will command his at¬ 
tention to the end. 

Form letters that are to be printed to imi¬ 
tate typewriting, and mailed to a large list, 
should be very attractively gotten up. Other- 
70 


wise they will not receive the attention they 
hould. 

In beginning a letter always write Mr. John 
Smith, or John Smith, Esq.; never plain 
John Smith. Or, Mrs. Mary Smith, or Miss 
Mary Smith —not Mary Smith. 

If the words Dear Sir or Dear Madam are 
used, each word is begun with a capital. If 
the words My dear Sir or My dear Madam 
are used, dear should be begun with a small 
letter. 

It is permissable to use the colon; the colon 
and dash; semicolon and dash; or even the 
comma and dash, after the salutation, but I 
prefer the colon alone. 

In commencing a letter always double space 
between the headlines, even though the body 
of the letter is written single space. If more 
than three lines are used for the heading, sin¬ 
gle space between the two middle lines; as— 

John Smith, Esq. 

Chicago, Ill. 

Dear Sir: 


71 


John Smith, Esq. 

1024 Emerson Ave., 

Chicago, Ill. 

Dear Sir: 

Use double space again between Dear Sir 
and the beginning of the letter. 

Underlining, when not carried too far, is 
one of the strongest features in business corre¬ 
spondence, especially in form letters. Under¬ 
line any word, clause or sentence on which the 
dictator has placed particular emphasis. It 
takes the place of italics. 

But no matter how nicely a letter may be 
arranged, if it is not well punctuated the effect 
is spoiled, and yet how rarely one sees a letter 
punctuated as it should be. 

For this very reason the stenographer and 
typewriter who strives to attain the height of 
perfection in her work, will be well repaid for 
every effort. There is always a demand for 
first class stenographers and typewriters, but 
only those who have tried know how hard it 
is to secure one to whom this adjective may be 
applied. 


72 


In the following chapter I shall endeavor to 
touch briefly upon the subject of punctuation 
to the extent that it is likely to be used in busi¬ 
ness correspondence. 


I F A THOUSAND PLANS FAIL, BE 
NOT DISHEARTENED. AS LONG 
AS YOUR PURPOSES ARE RIGHT 
YOU HAVE NOT FAILED. 

—Thomas Davidson. 


73 


T he one serviceable, safe, 

CERTAIN, REMUNERATIVE, 
ATTAINABLE QUALITY, IN 
EVERY STUDY AND IN EVERY 
PURSUIT, IS THE QUALITY OF AT¬ 
TENTION. MY OWN INVENTION, 
OR IMAGINATION, SUCH AS IT IS, I 
CAN MOST TRUTHFULLY ASSURE 
YOU, WOULD NEVER HAVE 
SERVED ME AS IT HAS BUT FOR 
THE HABIT OF COMMONPLACE, 
HUMBLE, PATIENT, DAILY, TOIL¬ 
ING, DRUDGING ATTENTION. 

—Dickens. 


74 


CHAPTER X. 

PUNCTUATION. 

The punctuation required in business cor¬ 
respondence is usually of the simplest order, 
and there is no reason why anyone, even 
though not familiar with the subject as a 
whole, should not, with a little study, be able 
to properly punctuate a business letter. 

Although I cannot devote space to a full 
treatise on punctuation, I shall endeavor to 
cover the principle points, and offer a few sug¬ 
gestions that will be found useful. 

Punctuation is used to clearly convey the 
meaning of a group of words; to prevent am¬ 
biguity, and to separate ideas. 

A sentence may convey more than one 
meaning, according as the words are differ¬ 
ently grouped, and by means of various points 
we are enabled to mark the pause demanded 
by the sense. 

ThePeriod.—A period is placed at the end 
of every declarative or imperative sentence. 

75 


Music is one of the fairest and most glorious gifts 
of God. 

As we advance, the valley becomes deeper and 
deeper. 

It is also used after initial letters and ab¬ 
breviations, though where an abbreviation re¬ 
tains the last letter of the word which it repre¬ 
sents, it may be written without the period; as, 
Mr Smith, Dr Jones. 

One of the commonest errors among type¬ 
writers is the placing of a period after the 
words, “Replying to your letter of the 5th.” 

These words do not constitute a complete 
sentence, and the period should, therefore, not 
be used. 

The correct form would be, “Replying to 
your letter of the 5th, I regret to inform you 
that I cannot take advantage of your offer, 
etc.” 

The Interrogation Point.—The interroga¬ 
tion point is used after a direct question. 

The habit is very common among type¬ 
writers of placing a period after every sentence 
regardless of its nature. In fact but two marks 
76 


of punctuation seem to be familiar to the aver- 
age typewriter, viz: the period and comma. 

A business letter to be expressive must be 
properly punctuated. 

Because many interrogative sentences end 
with the falling slide, it should not be inferred 
that a different point must be used. With 
very few exceptions all questions beginning 
with who, when, where, why, what, which, 
and how', take the falling slide. 

Where are you going? 

When did he say he would return? 

The Exclamation Point.—This point is sel¬ 
dom used in the business letter, yet once in a 
while may be found necessary. To form it in 
typewriting, hold the space bar down and 
strike the apostrophe and then the period. 

The Comma.—Many typewriters use the 
comma very frequently without regard to any 
rule, and often where no point is necessary. 

The comma is used to indicate a short pause 
in a sentence. 

Thence we go by the little hill of the silver mine, 
and through the meadow of lilies, along the bank of 
77 


that pleasant river which is bordered on both sides 
by fruit-trees. 


It is placed after the subject if very long. 

To say that I wa^ greatly surprised at the turn 
affairs had taken, would but mildly express my 
feelings. 


When the subject consists of a series of 
nouns, a comma is placed after the last, as 
well as each of the preceding ones. 

Lightness, rapidity, uimbleness, and grace, belong 
to this little favorite, the humming-bird. 

Dependent clauses are usually separated 
from the rest of the sentence by the comma. 

In the works of many celebrated authors, men are 
mere personifications. 

The object, when placed before the verb, 
should be separated from the rest of the 
sentence by a comma. 

How they bore all this, you also know. 

Intermediate elements, used parenthetically, 
are marked off by commas. 

78 


Let me, if you please, revert to my own views. 

The corruptions of history, thus naturally brought 
about by the mere introduction of letters, were in 
Europe aided by an additional cause. 

The Semicolon.—The semicolon is used to 
indicate a very distinct pause in a sentence. 

How this appellation originated is uncertain; hut 
it was probably first bestowed on a single man. 

Of the earliest state of the great Northern nations 
we have little positive evidence; but several of the 
lays in which the Scandinavian poets related the feats 
of their ancestors are still preserved; and notwith¬ 
standing their subsequent corruption, it is admitted 
by the most competent judges that they embody real 
and historical events. 

It is used to separate divisions of a lengthy 
sentence where minor divisions are separated 
by commas. 

But in the course of time, unless unfavorable 
circumstances intervene, society advances; and, among 
other changes, there is one in particular of the great¬ 
est importance. 

The bright tattooing on his body was covered with 
blood and dust; his inflamed eyes rolled in their 
sockets, and his whole appearance denoted extra¬ 
ordinary suffering and exertion; yet, sustained by 
some powerful impulse, he continued to advance, 

79 


while the throng around him with wild cheers sought 
to encourage him. 


When a sentence embraces several in¬ 
dependent clauses not joined by conjunctions, 
separate the clauses by semicolons. 

Nor was their horrible beauty confined to the usual 
hues of fire; no rainbow ever rivaled their varying 
and prodigal dyes. 

I only made one step; the novelty of my situation 
made me motionless; my surprise was extreme. 


The Colon.—The colon is placed between 
the principal divisions of a sentence when 
minor divisions are separated by the semicolon. 

Show the thing you contend for to be reason; show 
it to be common sense; show it to be the means of 
attaining some useful end: and then I am content to 
allow it what dignity you please. 


A decidedly abrupt pause should be marked 
by the colon instead of the semicolon. 

We are generous enemies: we are faithful allies. 

The land of the Pharaohs is becoming civilized, 
and unpleasantly so: nothing can be more uncomfort¬ 
able than its present middle state between barbarism 
and the reverse. 


80 


It is used before enumerations. 

These authors, for the most part, concur in useful 
and true opinions; and there is this parallel betwixt 
them: that fortune brought them into the world about 
the same century; they were both tutors to two 
Roman emperors; both sought out from foreign coun¬ 
tries; both rich and both great men. 


When a direct quotation is preceded by an 
introductory clause, the colon is placed before 
it, and sometimes the dash is also added. 

He speaks: “Whatever in human nature is hope¬ 
ful, generous, aspiring,—the love of God and trust in 
man—is arrayed on one side.” 

When a vision in sleep seemed to say:—“Three 
days hence thou’lt come to the fertile region of 
Phthia ” 

The Dash.—The dash is sometimes used in 
preference to curves or commas to enclose a 
parenthesis. 

Right—so barren, so hopeless, so unavailing—had 
long been with them. 

Half a minute—it could not have been more— 
passed thus in breathless stillness. 

When a sentence is apparently completed, 


81 


and another phrase or clause is added as an 
afterthought, the dash is used. 

Fortune has indeed a great preponderance—nay, 
is everything in human affairs. 

It means nothing to anyone—except, perhaps, to 
me. 


It is used where a portion of the sentence is 
repeated for effect. 

Damages, gentlemen—heavy damages is the only 
punishment with which you can visit him. 

On the forefinger of his right hand he wore a ring 
like a coiled serpent, the head of which was made 
of a small hut extremely brilliant ruby—a glowing, 
palpitating, fiery red ruby. 

Quotation Marks.—Quotation marks are 
used when the exact words of another 
are quoted. Either single or double points are 
permissible. 

“Every breeze says change,” said Webster. 

Words referred to in a sentence are 
enclosed by quotation marks. 

The word “proven” is very often incorrectly used 
for “proved.” 


82 


When an interrogative sentence ends 
with a quotation the interrogation point is 
placed inside the quotation marks, but if a 
sentence, which is itself interrogatory, ends 
with an interrogative quotation, the point is 
placed outside the quotation marks. 

He said to me* “Where are you going?” 

Did he say to you, “Where are you going”? 

The reason of this is that in the first 
sentence the point belongs only to the quota¬ 
tion, while in the second it belongs to the en¬ 
tire sentence. 

The names of books, periodicals and ships, 
should be enclosed within quotation marks, or 
underlined to indicate italics. 

Underscoring.—In typewriting this is used 
to take the place of italics. It is sometimes 
used instead of quotation marks or italics to 
distinguish the names of newspapers, maga¬ 
zines, etc. 

Apostrophe.—The apostrophe is used to in¬ 
dicate the omission of a letter or letters; as, 
’tis, they’ll, etc. It is also used to denote the 
possessive case; as, Mr. Smith’s account. 

83 


The Hyphen.—The hyphen is used in 
many compound words, but not in all. It is 
therefore better to consult a dictionary when 
in doubt. 

When numbers are written out, as, twenty- 
five, two-thirds, etc., the hyphen should be 
placed between the words making up the 
number. 

When it is necessary to write a portion of a 
word on the next line, a hyphen is used to in¬ 
dicate the break in the word, and is always 
placed at the end of the line—never at the be¬ 
ginning of the next. 

Words of two syllables, the first containing 
but one letter, should never be divided; as, 
about, above, abound, etc. 

Words of more than two syllables, with but 
one letter in the first, should be divided after 
the second; as, abun-dant, not a-bundant. 

A word must be divided at the end of a 
syllable. As there are no very definite rules 
by which to determine where one syllable ends 
and the next begins, this must be decided main¬ 
ly by the pronunciation. Prefixes and suf¬ 
fixes usually form distinct syllables. 

84 


Whenever possible the part of the word 
written on the next line should begin with a 
consonant. 


If you will read the above rules and ex¬ 
amples several times, and refer to them when 
in doubt, your punctuation, if you are not al¬ 
ready proficient, will soon be greatly im¬ 
proved. Don’t add commas, semicolons, etc., 
at random. Be sure you know what point to 
use, and then use it. 

Another great aid in learning to punctuate 
correctly is to read the works of some of the 
best authors, and while doing so pay very 
close attention to the different marks of 
punctuation and how they are used. 

Now, as there are many stenographers 
who, for lack of opportunity or other reasons, 
have little actual knowledge of punctuation, 
the various rules and examples given may not 
be fully understood. 

But, as many business letters are very simi¬ 
lar in construction, it is possible to obtain what 
85 



I may call a mechanical knowledge of punctua¬ 
tion. 

Take, for example, the following letter: 

Dear Sir: 

Since receiving your letter of the 9th I have care¬ 
fully considered your proposition. 

In reply I will say this,—that I do not think your 
terms are exactly fair, and unless we can make 
different arrangements I shall not feel justified in 
accepting your offer. 

However, as I shall see you very soon—by the 16th 
at the latest—we can then talk it over personally, and 
I am sure we will be able to come to a decision that 
will be mutually satisfactory. 

Until then, I remain 

Yours truly, 

John Smith. 

The first sentence, although rather long, 
requires no point, because there is nothing to 
break the flow of thought. 

Had it been written, “Replying to your let¬ 
ter of the 9th, I have, etc.,” a comma would be 
placed after “9th.” Read the sentence both 
ways, and you will readily detect the slight 
pause in the latter. 

The first part of the second sentence is com¬ 
monly used in business letters. The comma 

86 


and dash are both used to indicate the distinct 
pause. In typewriting the hyphen is used for 
the dash. 

A comma is pjaced after “fair” in the sec¬ 
ond sentence, but after that no point is needed 
until the period closes the sentence. 

The third sentence begins another para¬ 
graph. A comma is placed after “however”; 
in fact, this word, among a number of others 
which I shall name later, is always separated 
from the rest of the sentence. When it oc¬ 
curs at the beginning, as in this case, a comma 
is placed after it. When it occurs in the mid¬ 
dle of a sentence, a comma is placed after it, 
and either a comma or semicolon before it, ac¬ 
cording to the nature of the sentence. 

In separating the parenthetical phrase, “by 
the 16th at the latest,” from the rest of the 
sentence, the dash is used instead of curves, 
though either would be correct. 

If a parenthesis is very long it is better to 
use the curves; when short, the dash is prefer¬ 
able. 

In the remainder of the sentence the only 
point necessary is the comma after “person- 
87 


ally.” In all sentences similar to this remem¬ 
ber that where two distinct clauses are joined 
by the conjunction “and,” a comma should 
be placed before “and.” 

In closing the letter notice that no comma 
is used after “I remain.” A comma is never 
used after these words, nor “I am,” “We are,” 
“We remain,” etc. 

When letters are terminated with the 
words, “Yours truly,” “Yours very truly,” 
“Yours respectfully,” etc., only the first word 
is begun with a capital. 

In business letters there are certain words 
and phrases frequently used, to which the 
above rule embracing the word “however” 
applies. These are words and phrases thrown 
in, without which the sentence would still be 
complete. 

However, therefore, consequently, too, indeed, 
moreover, accordingly, then; in fact, in short, on the 
other hand, in consequence, etc. 

In the middle of a sentence they would be 
marked off thus: 

As I shall see you, however, on the 16th, we can 
then talk the matter over at that time. 


88 


I will explain the matter more fully when I see 
you on the 16th, and I trust we can come to some 
definite conclusion; however, I am sure this can be 
arranged to our mutual satisfaction. 

It will readily be seen how the other words 
and phrases can be used in sentences similar 
to these. 

It is also well to remember that when such 
words as but, or, for, etc., are used towards 
the end of a sentence, a semicolon is usually 
placed before them, especially if commas are 
used in the first part of the sentence. 


89 


I N ORDER TO HAVE ANY SUCCESS 
IN LIFE, OR ANY WORTHY 
SUCCESS, YOU MUST RESOLVE 
TO CARRY INTO YOUR WORK A 
FULNESS OF KNOWLEDGE; NOT 
MERELY A SUFFICIENCY, BUT 
MORE THAN A SUFFICIENCY. 

—Garfield. 


90 


CHAPTER XI. 

HOW TO RISE FROM ONE POSITION TO A 
BETTER ONE. 

It is a well known fact that many of our 
wealthiest men commenced their business 
careers early in life as office boys, errand boys; 
some as stenographers; some as book-keepers, 
etc. 

And so it goes on from generation to gen¬ 
eration. There are always a few who step 
out from the ranks and accomplish great re¬ 
sults, while others look on with mingled feel¬ 
ings of envy, admiration and wonder, not 
realizing how it is that others are able to ac¬ 
complish what they, themselves, are so anxious 
to achieve. 

Now, it matters not what position you may 
hold, I venture to say that there is some other 
position that you would like to secure. Per¬ 
haps you try very hard to please your em¬ 
ployer; no doubt you do your work in a pains¬ 
taking manner; you may be diligent and in- 
91 


dustrious, and still not be advanced as you 
feel you deserve. 

I use the word advanced here not alone in 
the sense of an increase in salary, for, as you 
become more and more proficient in any one 
line, you naturally command a higher salary; 
but I mean advancement in a broader sense, 
such as taking up different branches of work 
—rising to the position of manager, corre¬ 
spondent, private secretary, etc. 

Did it ever occur to you that advancement 
depends upon something more than simply 
doing your present work well? You may be 
laboring under the impression that you merit 
advancement when, in reality, you are only 
doing what it is right that you should do. 

Advancement depends upon your knowl¬ 
edge of the work you would be expected to do 
in a higher position. Therefore, no matter 
how well you do your present work, you do 
not merit advancement, should some higher 
position become vacant, unless you know how 
to take hold of the new work. 

Rest assured that your employer would not 
bring an outsider into the office to take up the 
92 


work if there was anyone in the office who 
could assume it. 

Now, it may be that you have entered an 
office after having taken a business course, or, 
perhaps without any knowledge of business 
you have simply been employed as a general 
assistant to do copying, take care of the files, 
etc. 

In the latter case you will very likely have 
considerable time on your hands, which, if you 
have a desire to become something more than 
a mere assistant, you can employ to good ad¬ 
vantage by learning all you can about the 
work that others are doing. If you show a 
willingness to assist, they will give you little 
odd jobs to do, and by working from one 
thing to another you can, in a surprisingly 
short time, acquire a knowledge of general 
office work that will be very useful to you. 

By helping the book-keeper, starting in by 
ruling the ledger, adding up colurqns of fig¬ 
ures, etc., you can gradually gain a knowledge 
of book-keeping. If you show an aptitude 
for the work and an inclination to learn, you 
will find plenty of opportunity to do so. 

93 


Never be afraid to ask questions, but do 
so at an opportune time, and not during a 
busy period when all are more or less crowded 
with work. 

By careful study and earnest effort you can 
soon master the fundamental principles of 
book-keeping, and in a short time qualify 
yourself to become assistant book-keeper when 
there is such an opening. By constantly work¬ 
ing on a set of books you are bound to become 
more and more proficient until finally, should 
the position of head book-keeper become va¬ 
cant, no one would be better qualified than 
yourself to step in and assume charge of this 
department. 

I know of several competent book-keepers 
holding excellent positions who acquired their 
knowledge in just this way; and I may add 
that my own knowledge of book-keeping was 
gained in the same manner. 

If you are a stenographer you should also 
be familiar with book-keeping, and if you 
know nothing about it you can readily learn 
it during office hours when you are not busy, 
by carrying out the suggestions given above. 

94 


From the position of book-keeper it is but 
a step to some higher position. By keeping 
the books you can gain a knowledge of the 
financial end of a business which will go a 
long way towards qualifying you for the po¬ 
sition of manager. 

It is not to be supposed, of course, that you 
will jump from one position to another im¬ 
mediately. Such changes come about gradual¬ 
ly, but surely, for those who make up their 
minds that they will advance. 

If you show that you can be relied upon 
your employer or manager will leave you in 
charge during temporary absences, and if you 
handle small matters with judgment you will 
be depended upon more and more until you 
can readily manage the business, or some par¬ 
ticular branch of it. 

While you are working up to it, however, 
you must be ever on the alert to learn, and con¬ 
stantly thinking, studying and planning for 
the success of the business. 

The stenographer, however, has a greater 
chance to advance than any other employe. 
I may seem partial to stenographers, but I 
95 


know that without my five months’ course in 
shorthand and typewriting I never could have 
achieved the success that I have. 

I contend that any branch of office work 
outside of shorthand and typewriting can be 
learned by actual contact with it in the regu¬ 
lar course of business; but to become proficient 
as a stenographer requires careful study and 
constant practice for a certain length of time 
before it can be used in connection with busi¬ 
ness. 

So, with a thorough knowledge of his or 
her vocation, the stenographer is well 
equipped to enter the business world and ac¬ 
complish the highest degree of success. 

Writing letters day after day in connection 
with a certain line of business (especially if it 
be a real estate, insurance, investment or mail 
order concern where most of the business is 
done by correspondence), gives one an insight 
into the details of the business which cannot 
be obtained through any other branch of office 
work. 

Now, with such a knowledge, it is only 
natural that in time you should be able to 
96 


answer a portion of the correspondence your¬ 
self. Many firms are compelled to employ 
correspondents to take care of this one branch 
alone. Correspondents are needed every¬ 
where, and are paid high salaries. 

There are surprisingly few who can dictate 
a strong, forceful letter, free from stilted, 
meaningless terms. 

Who, then, is better fitted to fill a position 
of this kind than the stenographer who 
thoroughly understands the business? 

You must, of course, possess the ability to 
write, and then by giving considerable thought 
to the subject, comparing the dictation of dif¬ 
ferent people and the letters received from 
various firms, and coupling these with your 
own originality, you can acquire the knowl¬ 
edge upon which your success as a correspon¬ 
dent depends. 

It is not hard to learn to dictate. Simply 
take up the letter you wish to reply to; answer 
each point that it is necessary to touch upon, 
and pay no attention to anything around you. 
Try to imagine that the writer of the letter 
is before you, and answer his letter in a 
97 


straightforward, conversational way, just as 
if you were talking to him personally. 

It is true that there are many stenographers 
who do not care anything about business, 
other than to write the letters each day and 
forget all about them before the next morn¬ 
ing. 

But this is a mistake. Success depends 
upon more than doing your work well from 
day to day. You must take an interest in the 
business itself, keep the important matters in 
mind and be able to answer intelligently any 
questions your employer may ask regarding 
letters that you have written. Remember 
that he has many, many things to think of, 
and you can make yourself invaluable to him 
if you will only co-operate with him. 

No matter what position you occupy, when 
once you begin to look upon your work as 
something more than a monotonous daily 
routine you will find it extremely fascinating, 
and this in itself will be conducive to your ulti¬ 
mate success. As soon as you learn to take 
an interest in business because of your liking 
for it, you immediately develop a faculty 

98 


which only an active interest in business can 
give you. Your reasoning power, as well as 
your judgment, will become greatly intensi¬ 
fied, and as a result you will be able to assume 
responsibilities which will be impossible if 
you simply do your work each day with ma¬ 
chine-like regularity, giving no thought to 
the underlying principles of the business 
itself. 

Some one has very cleverly likened the hu¬ 
man mind to a tree, which, as long as the roots 
and branches continue to reach out, grows 
and develops; but the moment growth ceases, 
decay sets in. 

Many young people study hard while learn¬ 
ing the principles of the work they intend to 
take up, and as soon as they secure a position 
and get “broken in,” decide that no further 
study is necessary. They can do their work 
without any trouble—at least they manage to 
hold their positions—and so they settle down 
and unconsciously become a part of the great 
army of “human machines” of w T hich the 
business world is partly made up today. 


99 


Thousands of bright young men and 
women make this mistake. When they awake 
to a realization of their error there will be 
better employes, better salaries, better em¬ 
ployers, and a degree of success for both em¬ 
ployer and employe which today, under pres¬ 
ent conditions, is impossible. 

Your brain cannot stand still. It must be 
either growing and reaching out for addi¬ 
tional knowledge, or going backward and be¬ 
coming dulled and rusty for lack of use, or 
because of being centered too steadily upon 
one particular thing. 

Realizing this, you owe it to yourself to be 
progressive—to strive constantly to improve 
your mind. When not busy with your own 
work study some other branch. It is a mys¬ 
tery to me how anyone can be in an office 
day after day for any length of time without 
learning all there is to know about the busi¬ 
ness and the work connected with it. 

If you ride to and from your work carry 
something with you to read while on the car 
—a business magazine, or anything that will 


100 


benefit you. Read about successful people 
and what they are doing. 

Simply make up your mind that you will 
advance, and work faithfully towards that 
end. Every time you gain one thing that you 
are striving for fix your aim a little higher. 
Always work with some fixed purpose in view. 

But don’t work from a selfish standpoint 
alone. The upbuilding of the business is just 
as essential to your advancement as anything 
else. 

The ideal office is the one where the em¬ 
ployer has the hearty co-operation of every 
employe. With the employer pulling one way 
and every employe another, there can be no 
success for anyone. Nothing but dissatisfac¬ 
tion and friction result. 

But with everyone working in harmony to¬ 
wards the same end the business is bound to 
grow—and the growth of the business means 
the advancement of every employe who has 
helped to bring about this growth. 


101 


K eep your mind on the 

SPLENDID THING YOU 
WOULD LIKE TO DO; AND 
THEN, AS THE DAYS GO GLIDING 
BY, YOU WILL FIND YOURSELF 
UNCONSCIOUSLY SEIZING UPON 
THE OPPORTUNITIES THAT ARE 
REQUIRED FOR THE FULFILL¬ 
MENT OF YOUR DESIRE. 

—Elbert Hubbard. 


102 


CHAPTER XII. 

CONCLUSION. 

In this last chapter I want to touch briefly 
on the subject of psychology—the science of 
mind. Psychology is receiving more and more 
attention in business as well as educational 
circles, and is recognized as a strong factor in 
winning success in any pursuit. 

The study of psychology is especially bene¬ 
ficial to those who are backward and lack con¬ 
fidence in themseslves. 

It helps to develop will power, which is not 
only a much-to-be-desired possession, but an 
absolute necessity to those who would reap 
the highest reward for the efforts put forth. 

The development of the will also tends to 
develop personality—that subtle magnetism 
which so few possess in any marked degree. 

Wherever you meet unusually successful 
men and women (by this I mean people who 
have achieved success through their own ef¬ 
forts) you will find this magnetic influence 
strongly defined. 


103 


Its possession is something that you should 
strive for constantly, for the more personal 
magnetism you develop the greater influence 
you will have over those with whom you are 
associated; and influence leads to success. 

I also want to mention business life in con¬ 
nection with character building. 

Many girls upon leaving school, desire to 
take up office work, but are held back by rela¬ 
tives who consider business life harmful, and 
perhaps degrading, to a girl of refined tastes. 

The fallacy of this belief is easily proved 
when one considers the fact that the majority 
of girls in the world of business are girls who 
are unusually intelligent, self-reliant and 
womanly. There are exceptions, of course, 
but the fault lies with the girls themselves. 

Business men look upon their lady-employ¬ 
es with the utmost respect as long as they 
conduct themselves in a manner worthy of 
respect. 

There is nothing about office work that 
should cause any girl to feel humiliated (as 
I know many do) when compelled, through 
necessity, to take it up. 

104 


I think every woman owes it to herself to 
secure an insight into business matters. We 
never know what the future may bring forth, 
and a woman suddenly left upon her own re¬ 
sources with no way of helping herself is in¬ 
deed to be pitied. No less so is the woman 
who must leave her financial affairs solely in 
the hands of some other person, without suf¬ 
ficient knowledge of business to know whether 
she is being treated fairly or not. 

I believe that girls should by all means de¬ 
vote a year or so to business, if only as a pro¬ 
tection to themselves. 

Besides being a protection, a few years of 
business life gives a degree of self-reliance 
and strength of character to the right-minded 
girl that cannot be obtained in any other way. 


In the foregoing pages I have endeavored 
to cover the principal points necessary to the 
attainment of success in business. 

I have tried to bring out clearly and forci¬ 
bly the value of thinking for yourself, work- 
105 



ing for your employer’s interest, improving 
yourself by constant study, etc. 

If the suggestions offered are the means of 
starting others on the right road, and prove 
helpful to those for whom they are intended, 
I shall feel that “Business Success” has ful¬ 
filled its mission. 


106 


OPPORTUNITY 

T hey do me wrong who 

SAY I COME NO MORE 
WHEN ONCE I KNOCK AND 
FAIL TO FIND YOU IN; 

FOR EVERY DAY I STAND OUTSIDE 
YOUR DOOR, 

AND BID YOU WAKE, AND RISE 
TO FIGHT AND WIN. 

—Walter Malone. 


107 


























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